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How do the combinations of sales control systems influence sales performance? The mediating roles of distinct customer-oriented behaviors

16 references·16 citing·43 second hopsampled

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References

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1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
2011

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Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully

1,010 cited

1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited

2006Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis705 cited

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